"3 Buying Obstacles You Must Overcome"
643 words including the resource box.
Formatted at 60 characters per line
You may publish this article without charge in your ezine,
web site, ebook or print publication so long as the
copyright notice and the resource paragraph (at the end of
the article) are included.
You have my authorization to re-format this article to your
publishing requirements. However, please do not change any
wording before reviewing it with me.
Email: [EMAIL PROTECTED]
---------- Article Begins Below This Line ----------
3 Buying Obstacles You Must Overcome
Copyright 2004 Bob Leduc
Do you know how may sales you lose from customers who almost
buy from you? Losing "almost customers" is a major source of
lost income for most businesses. But few are aware of the
problem and even fewer employ a strategy to prevent this
unnecessary loss of income.
Here are the 3 major buying obstacles that cause paying
customers to become "almost customers" ...and how you can
easily overcome each obstacle.
Many prospective customers procrastinate after they decide
to buy from you. The benefit they gain from using your
product or service fades in their memory as time passes.
Other things distract them and they soon forget about you.
Procrastination converted your paying customer into another
"almost customer" ...causing you to lose the sale. You can
avoid losing these sales by rewarding customers for taking
immediate action ...and penalizing them if they do not.
For example, create the best irresistible offer you can
afford. Include a specific expiration date. Give your
prospects the option of accepting your offer now or
forfeiting it. This will motivate many procrastinators to
buy now so they don't miss your special offer.
2. Low Priority
Some prospective customers don't buy from you because they
place a higher priority on spending their money for
something else. You can save many of these "almost
customers" by motivating them to make your product or
service their first priority.
One way to boost the priority level of your product or
service in your prospective customer's mind is to dramatize
the good feeling they will enjoy when they use it. For
example, a financial planner can describe what it feels like
to enjoy an affluent lifestyle without debt.
The irresistible offer I described above for overcoming
procrastination also helps overcome the "low priority"
obstacle. It motivates many "almost customers" to move your
product or service ahead of other purchases so they can take
advantage of your special offer before it expires.
Many prospects are "almost customers" because they are
skeptical of your promises. They bought things in the past
that did not produce the promised results. They don't want
to risk repeating that experience. Some ways you can
overcome the obstacle of distrust include:
* Eliminate the risk of loss. Guarantee an unconditional
refund if your customer does not get the results he or she
* Prove your record of delivering what you promise.
Publicize testimonials from satisfied customers as evidence
you lived up to your promises in the past.
* Provide a way for customers to reach you in person or by
phone if they have a problem. Prospective customers feel
secure and are more likely to buy when they know they can
talk with a real person.
Tip: Direct access to a real person is especially effective
for overcoming distrust when marketing on the Internet where
entire transactions can occur without any personal contact.
Many online sales are lost to distrust because a web site
does not provide the name of any real person or a phone
number to reach a real person at the business.
You probably lose more income than you realize from
customers who almost buy from you. The 3 major buying
obstacles of procrastination, low priority and distrust
cause you to lose these sales. Apply the tactics revealed in
this article to overcome these 3 obstacles ...and convert
your "almost customers" into profitable paying customers.
Bob Leduc spent 20 years helping businesses like yours find
new customers and increase sales. He just released a New
Edition of his manual, How To Build Your Small Business Fast
With Simple Postcards ...and launched *BizTips from Bob*, a
newsletter to help small businesses grow and prosper. You'll
find his low-cost marketing methods at: http://BobLeduc.com
or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
------------------ End of Article ------------------
For a list of articles available for reprint send a blank
email to new_articles AT sendfree.com
------------------------ Yahoo! Groups Sponsor --------------------~-->
Make a clean sweep of pop-up ads. Yahoo! Companion Toolbar.
Now with Pop-Up Blocker. Get it for free!
THINGS TO KEEP IN MIND WHILE USING ARTICLES POSTED ON THE GROUP:
1. Print the article in its entirety. Don't make any changes in the article .
2. Print the resource box with all articles in their entirety.
3. Send the Author a copy of the reprinted article or the URL
where the articles was posted.
Anything short of following these three rules is a violation
of the Authors Copyright.
Yahoo! Groups Links
<*> To visit your group on the web, go to:
<*> To unsubscribe from this group, send an email to:
<*> Your use of Yahoo! Groups is subject to: